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Good appearance as he/she is the company's mirror
Negotiation skills to get the best deal in favor of the company
Planning skill to make the work more effective and cover a wide area of work
Good communication skills to easily sell the product.
They are NOT your #1 hunter, They need to be money driven probably, but also a team player/manager, Thorough understanding of “a sales process” that works, and can be used as a guide for all of the sales team AND rest of organization that must execute against whatever is sold, Willingness AND ability to roll-up the sleeves and get dirt under their finger nails with their team, Listen to the “voice of the customer/prospects” directly and thru their sales team (but don’t take sales team’s “word” without personally validating insights) to make improvements/adjust to needs of sales team and markets ,MOST IMPORTANT in my opinion, must LEAD by EXAMPLE.
1. Self confidence and polite
Self-confidence is the first step to success. Be confident; if you are not sure yourselves, how can you convince your customer. Self confidence is not arrogance, be polite.
2. Commitment
You have to commit to your job, this industry is too tough for those who has only half-hearted, committed or choose another field, do not waste your time.
3. Discipline
Do not expect a “hit and run” system can bring any result, you should have discipline to follow up all your commitment.
4. Honest and Enthusiastic
All you tell should be the truth, but does not mean you have to tell all the truth which you have to keep due to positioning and negotiation. Do not over promise, if you are not sure, tell them I will find the answer for you.
5. Give impact
There are two many sales knocking at your customers’ door, they can only remember the sales executive who give them an impact (either good or bad).
6. Preparation
A good impact can only achieved if you prepare properly. I will not see any High Way salesman who just drop in and hear him talking nonsense, but I will accept somebody who has prepared a relevant topic which can arouse my interest (to get more value from him/her). No preparation do not go to see the customer, you waste you time and the company money.
7. Keep on learning
Every day we learn, we can only advise our customers if we know what they are current doing. And usually you learn more from your customers (on field learning) by asking relevant question, but before you can ask relevant questions you should have some basic knowledge on the issue.
8. Convey your idea to your customer
You should have a courage to convey your idea, not just “Yes, Sir”, you will lose your value if every time your response is “Yes, Sir”, then the customer will send you away with1 kg of spray powder or ink. Usually, most of the idea comes from your observation/listen from others customer. By systematically learning, you can obtain a lot of idea.
9. Be creative and pro active
Don’t bring the same topic every time you visit your customer, otherwise you become Order Taker and they will happily send you away with1 kg of spray powder. Think of different topic, (ink, graphic supplier, logistic, business environment, competition, payment, pricing, investment, interest rate, capital etc.). The more knowledge you know on your relevant field, the more your customer will value you.
10. Killer instinct alias closing sales
Whatever value you add to the customer, some body has to pay and it is your customer who is going to pay. If you can’t close the sales, you have to question yourself: does my customer aware of my value? Does my customer appreciate my value? Or I do not know how to close the sales? Most of the time closing sales is just easy as asking for it. Do not be shy to ask for ORDERs.
PRODUCT KNOWLEDGE
first thing is Commitment and interest.
He should have the following:
Suspecting Skills
Prospecting Skills
Approaching Skills
Negotiating Skills
Closing Skills
Ideal Situation : He / She should be100% fit for that job .
Top Sales Executives Work SmartTop sales executives recognize their time is precious and finite. These sales representatives know their primary job is to identify and call on the most profitable accounts first. Examining their current customer base and finding the common characteristics or demographics (gross sales, number of employees, industries, etc.) top salespeople know in advance what types of accounts where they make the most money. They separate their accounts by time zone enabling them to make the best use of their phone time throughout the day. Once prioritized and sorted, top sales executives use their sharp questioning and listening skills to reach the decision maker and determine, with reasonable certainty, whether or not a business opportunity exists within an account. When a business opportunity is found within a department, business unit, location, joint venture, affiliate, reseller or partner, these successful sales reps always remember to set up specific action steps or a sales m.a.p. (tm) (Mutually agreed upon process) with the individual or individuals who influence the buying decision. Then they politely yet persistently follow up on these action steps through completion. Knowing how valuable their time is, the most successful salespeople do only those things they cannot delegate to someone else.Top Sales Executives Think like Business OwnersTop sales executives adopt an attitude that they are in business for themselves not in business by themselves. These top salespeople make decisions upon seeing themselves as the business owner.Organization and Prioritization of GoalsTop sales executives recognize the importance of organizing and prioritizing their goals. These people get ahead by planning ahead. They have clearly defined lofty goals and self discipline to see them through. Top sales executives are goal getters not just goal setters. Top Sales Executives are Persuasive CommunicatorsThe top successful salespeople are listening for reasons to buy and for ways to sell. Sensitive to an account's time available to speak with them and enthusiastic in their presentations and these top sales reps have mastered the technique of carefully selecting words for their positive connotations.Top Sales Executives Are Always Striving for Self-improvementAlways growing, studying, reading, attending seminars, learning all the time, their goal is movement in a positive direction. These salespeople seek out opportunities to perfect their presentations and volunteer for leadership positions so they can stretch themselves as people and professionals.Top Sales Executives have Positive Self-esteemStrong, balanced sense of self worth combined with confidence in themselves and a belief in what they are doing are the hallmark of a great sales rep. Enthusiasm, excitement and zeal are elements of their character.These people do a better job and become more productive by learning, practicing, changing and developing these new habits so they are incorporated and internalized qualities in both their personal and professional life.ConclusionFirst and foremost is the right attitude. You will hear this throughout most sales workshops because the right attitude is the difference between those that give up and those who never quit. There is no silver or magic bullet. Only hard work and persistence pays off.To become a great sales executive, one must enjoy working with people and have a strong sense of curiosity, great listening skills and the ability to see the big picture. The best sales executives are able to produce results. Pay for performance is the way they prefer to work. A great sales executive is someone who has a working knowledge of their company's operations, products and services, and possesses the ability to collect useful business sales intelligence(tm) about their accounts and translate the information into additional sales. They are persistent and tenacious to find the answers to their questions and they keep going until they do.
